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    How to Engage the Investor

    September 5, 2018

    2 min read How to Raise Funding Step 6: How to Engage Investors for Calls and Meetings In looking at how to raise funding, a crucial step is to engage investors. We can begin by contacting investors online. After several mailers, you should be able to assess who is engaging with your deal and who is not. For those who are opening your mailer and viewing your deck, you now take them to the next level, which is a conference call and later a meeting. The key to setting up a call with an investor is to offer new information that they cannot get through a mailer. This includes confidential information such as actual client results. Detailed information about your customers is not something that most put in mailers, so investors will appreciate the fact that this is for direct offline communication. Investors are seeking new information about their sector and appreciate sources of information that can inform them. Other sources of information to offer the investor include trends in the industry, challenges in the sector, what to look for in startups, new startups coming up that are investor-worthy, competitive information, and takeaways from a recent conference. As a startup operating in the thick of things, you have access to information that is quite valuable. Read more on the TEN Capital eGuide: http://staging.startupfundingespresso.com/how-to-raise-funding-eguide/ Hall T. Martin is the founder and CEO of the TEN Capital Network. TEN Capital has been connecting startups with investors for over ten years. You can connect with Hall about fundraising, business growth, and emerging technologies via LinkedIn or email: hallmartin@tencapital.group

    Developing Rapport with the Investor

    August 29, 2018

    2 min read How to Raise Funding Step 5: Developing Rapport with the Investor When I ran angel networks using the dinner club model, I had entrepreneurs come in to pitch my investors. Ninety percent of them would go away, and we would never hear from them again. We had no idea what happened to them. About ten percent of them, though, would come back and give us updates and reminders about their deal. By and large, those were the startups that raised funding from the group. One of the key steps when considering how to raise funding is building a rapport with someone. This starts with introductions and awareness and continues with ongoing communication to a level of familiarity. In sales, it takes seven touches to close a deal. So too, does it take seven touches to close an investor. For substantial fundraises, it may take even more. The key here is that you must build a relationship with the investor before the funding, not after. If you already have investors, think about how much you know about them. How long did it take to figure those things out? In most cases, it will be the same with your investor prospects. Read more on the TEN Capital eGuide: http://staging.startupfundingespresso.com/how-to-raise-funding-eguide/ Hall T. Martin is the founder and CEO of the TEN Capital Network. TEN Capital has been connecting startups with investors for over ten years. You can connect with Hall about fundraising, business growth, and emerging technologies via LinkedIn or email: hallmartin@tencapital.group

    Educate the Investor About Your Deal

    August 15, 2018

    2 min read How to Raise Funding Step 3: Educate the Investor About Your Deal They say it takes seven touches to close a sale – so it takes seven touches to close an investor. Some startups pitch to a group of investors, and if they don’t see checkbooks coming out at the end, then in their mind, it’s a failed meeting. I tell the startup, the investor doesn’t yet know if they are interested or not, they’re still trying to figure out what the deal is all about. It takes several updates before the investor gets a sense of the deal and can start making a decision. In the end, the investor makes a decision based on team and traction.   In the introduction, you can talk about the market size, growth rates of the industry, and the promise of a great outcome.  After that first mailer, the investor doesn’t care to hear about the market or growth rates. They only care about one thing – what are you doing to achieve the promise? Your mailers need to showcase the strength of the team and the progress you are making on sales, product, IP, and fundraise. To make your case, you need to include numbers in your deck and updates. It shows you know your business, your market, and your status. I’m amazed at how many startups don’t know their revenue numbers. Come prepared to share those details with the investors in mailers and follow up conference calls.   One tactic I’ve seen used to good effect is going to your investor prospects six months before launching the campaign, telling them that you will start your raise in six months and then asking if you can keep them informed of your progress. This approach gives you six months to educate the investor about your deal and demonstrate progress, so when you are ready to launch your raise, you have a group of educated investors prepared and ready to go. Read more: http://staging.startupfundingespresso.com/education Hall T. Martin is the founder and CEO of the TEN Capital Network.TEN Capital has been connecting startups with investors for over ten years. You can connect with Hall about fundraising, business growth, and emerging technologies via LinkedIn or email: hallmartin@tencapital.group

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